16-1
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
16-2
Chapter
16
Planning, Staffing, and
Training Successful
Salespeople
McGraw-Hill/Irwin
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
Chapter
16-3
16
Transition from Salesperson to Sales Manager
Technology Is Needed in the Job
Being a First-Line Sales Manager Is a Challenging
Job
What Is the Salary for Management?
Overview of the Job
Sales Management Functions
Sales Force Planning
Staffing: Having the Right People to Sell
Training the Sales Force
McGraw-Hill/Irwin
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
Transition From Salesperson to
Sales Manager
16-4
What changes occur?
Perspectives change
Goals change
Responsibilities change
Satisfaction changes
Job skill requirements change
Relationships change
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
Transition From Salesperson to
Sales Manager cont…
16-5
The experience of being promoted
Seven phases
immobilization
minimizing or denial of change
depression
acceptance of reality
testing
searching for meanings
internalization
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
Transition From Salesperson to
Sales Manager cont…
16-6
Problems experienced by new managers
Lack of preparation for the job
The key to making a successful transition
Learning attitude
Realistic expectations
Learning new job responsibilities
Need to make the initial adjustments
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
16-7
Technology Is Needed in the Job
You need technology to be an effective manager in
the 21st century
The computer is a powerful leadership tool
McGraw-Hill/Irwin
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
Being a First-Line Manager Is a
Challenging Job
16-8
District sales manager is link between the
salespeople and the manager’s immediate boss
Manager must be effective in managing
salespeople and influencing the boss
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
16-9
What Is the Salary for Management?
Salary is usually related to
annual sales volume of units managed
number of salespeople supervised
length of experience in sales
annual sales volume of the firm
Salary is just one part of compensation
The higher the sales position, the greater the
benefits offered
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
16-10
Overview of the Job
A sales manager’s main goal is to achieve the
levels of sales, volume, profits, and sales growth
desired by higher levels of management
The factor underlying success in achieving the
goal is the ability to influence the behavior of all
parties involved
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
16-11
Sales Management Functions
Planning
Staffing
Training
Directing
Evaluating
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
16-12
Sales Force Planning
Sales forecasting
Uses of sales forecasts
The sales manager’s budget
Methods of developing sales force budgets
Organizing the sales force
Organizational design
Organizational structure
McGraw-Hill/Irwin
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
Staffing: Having the Right People
to Sell
16-13
Staffing
Two elements
People planning--first staffing element
Sales force size
Type of people
 job analysis
 job descriptions
Job specifications
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
16-14
Staffing: Having the Right People to
Sell cont…
Job specifications for successful salespeople
education
personality
experience
physical attributes
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16-15
Staffing: Having the Right People to
Sell cont…
Employment planning--second staffing element
Legal framework for employment
 Equal Employment Opportunity Commission (EEOC)
 Americans with Disabilities Act (ADA)
Diversity of the sales force
Diversity of buyers
The multicultural sales organization
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
16-16
Staffing: Having the Right People to
Sell cont…
Recruitment—finding the right people
Selection—choose the best available!
Application
Initial interview
In-depth interviews
Testing
Reference checks
Physical examination
McGraw-Hill/Irwin
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
Staffing: Having the Right People
to Sell cont…
16-17
A sales manager’s view of the recruit
Is sales the right job for the applicant?
What recruiters look for
The application letter
The resume
The interview
Applicant: create a performance portfolio
McGraw-Hill/Irwin
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
Staffing: Having the Right People
to Sell cont…
16-18
Interview follow-up
The second interview
Job offers
No job offer
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16-19
Training the Sales Force
Sales training
Purposes of training
Training methods
Discussion
Role playing
On-the-job training
Where does training take place?
Centralized training programs
Decentralized training
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
16-20
Training the Sales Force cont…
When does training occur?
Who is involved in training?
Corporate staff trainers
Sales force personnel
Outside training specialists
Combination of training sources
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Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
16-21
Summary of Major Selling Issues
A salesperson who is promoted to sales manager
becomes involved in sales planning, staffing,
training, directing, and evaluating sales force
activities
Today, firms structure their organizations to best
serve their customers
Sales managers are frequently involved in
forecasting their firm’s sales
The contemporary sales manager is
knowledgeable in personnel practices involving
the recruiting and hiring of salespeople
McGraw-Hill/Irwin
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.
Summary of Major Selling Issues
cont…
16-22
Government laws need to be considered
Once hiring is done, the sales manager becomes
involved in training salespeople
The sales manager is a salesperson first, but also
something of a jack-of-all trades
McGraw-Hill/Irwin
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved.